Who’s the most important person in our business?
You may think it’s the person paying your commission check, or your freight carriers, or you may think that you’re the most important person. You’re not.
The most important person in the freight and shipping industry is your customers. No one is more important than our customers. Without customers, there is no business, and no freight agent profession for us either.
Our customers are not dependent on us. We’re dependent on them. That’s why they’re so important. Customers are not an interruption. They’re the focal point of the work we provide every day. They’re the purpose for why we remain in our freight sales profession and do what we do.
Remember, it’s not about you, it’s about them.
It’s about them, their company, their challenges, their needs, their email contact info and your solutions.
When we understand that our customers are the most important people in our business, then we treat them as such. We must make them feel important and that we truly care about them because we do.
All great freight sales agents want the best for their customers. That’s why we provide the outstanding service that we do for them. The way you make your customers and prospects feel important and respected is by having your entire conversation revolve around them, their business, their challenges, their requirements and, most of all, their contact info if you don’t have it already, so you can keep in contact with them.
If you don’t care about your customer, you’re not going to provide outstanding service for them. All great freight sales agents truly want the best for their customers. That’s why we provide the outstanding service that we do.
You’ll be amazed at how successful you become in this profession when you simply listen more than you talk. When you’re on a sales call, your first goal is to listen. Listen to your prospects challenges. Listen to their goals. Listen to what they say about their business. Your solutions must focus around them. If you don’t listen to your prospects and customers, you’ll never know what their requirements are. No sale is possible without understanding the requirements of the individual on the other end of the phone line.